The Evolving Role of SDRs in Health Tech: From Cold Calling to ABM with Kelly McDermott and Ross Whittaker

In this episode of the Healthtech Marketing Show, host Adam Turinas is joined by Kelly McDermott, CMO of Caregility, and Ross Whittaker, InterSystems NA Marketing Director, to explore the evolving role of Sales Development Representatives (SDRs) in the health tech industry. The guests discuss the differences between SDRs, BDRs (Business Development Representatives), and MDRs (Market Development Representatives), and share insights into the typical activities and success metrics for SDRs.

The conversation delves into the challenges of keeping SDRs motivated and the importance of celebrating small wins and providing a clear career development path. Kelly and Ross also examine the role of SDRs in Account-Based Marketing (ABM) scenarios and long sales cycles, highlighting the need for close collaboration between Marketing, SDRs, and Sales.

The guests debate the pros and cons of having SDRs report to either Marketing or Sales, concluding that the most important factor is having a leader who understands their value and is invested in their success. They also discuss the use of intent data and lead scoring to help SDRs prioritize their outreach, and share their experiences with outsourcing the SDR function versus building it in-house.

Throughout the episode, Kelly and Ross offer valuable tips for success with SDRs, including the importance of patience, investing in training, encouraging curiosity, and being a student of the craft. As the health tech industry continues to evolve, the role of SDRs is becoming increasingly critical for organizations looking to drive growth and build strong relationships with their customers.